Publications
Publications
- October 1989 (Revised November 2006)
- HBS Case Collection
Deployment, Focus, and Measuring Effectiveness
By: Frank V. Cespedes
Abstract
Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts.
Keywords
Citation
Cespedes, Frank V. "Deployment, Focus, and Measuring Effectiveness." Harvard Business School Background Note 590-044, October 1989. (Revised November 2006.)